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~isPartOf:"Journal of Asia Business Studies"
~isPartOf:"Journal of the Academy of Marketing Science"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~person:"Alavi, Sascha"
~person:"Hamwi, G. Alexander"
~subject:"Decision strategy"
~subject:"Einzelhandel"
~subject:"Erfolgsfaktor"
~subject:"Job satisfaction"
~subject:"Physical distribution"
~subject:"Relationship marketing"
~subject:"Selling"
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Decision strategy
Einzelhandel
Erfolgsfaktor
Job satisfaction
Physical distribution
Relationship marketing
Selling
Salespeople
7
Verkaufspersonal
7
Beziehungsmarketing
4
Verkauf
4
Leadership
2
Measurement
2
Messung
2
Negotiations
2
Personal selling
2
Preismanagement
2
Price negotiations
2
Pricing strategy
2
USA
2
United States
2
Verhandlungen
2
Arbeitszufriedenheit
1
B-to-B-Marketing
1
Bargaining theory
1
Betriebliche Wertschöpfung
1
Burnout
1
Business-to-business marketing
1
Consumer behaviour
1
Customer orientation
1
Customer satisfaction
1
Decision
1
Emotion
1
Entscheidung
1
Führungsstil
1
Incentives
1
Intuition
1
Konsumentenverhalten
1
Kundenzufriedenheit
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Leadership style
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Motivation
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Personality psychology
1
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Alavi, Sascha
Hamwi, G. Alexander
Johnson, Jeff S.
9
Hughes, Douglas E.
7
Rapp, Adam
7
DeCarlo, Thomas E.
5
Evans, Kenneth R.
5
Friend, Scott B.
5
Wieseke, Jan
5
Cron, William L.
4
Habel, Johannes
4
Lam, Son K.
4
Lee, Nick
4
Marshall, Greg W.
4
Moncrief, William C.
4
Plouffe, Christopher R.
4
Tanner, John F.
4
Agnihotri, Raj
3
Ahearne, Michael
3
Bolander, Willy
3
Homburg, Christian
3
Hulland, John
3
Jaramillo, Fernando
3
Mengüç, Bülent
3
Richards, Keith A.
3
Schmitz, Christian
3
Schrock, Wyatt A.
3
Zablah, Alex R.
3
Zhao, Yanhui
3
Albers, Sönke
2
Bachrach, Daniel G.
2
Baldauf, Artur
2
Barnes, Donald C.
2
Brown, Gene
2
Bush, Alan J.
2
Chaker, Nawar N.
2
Chakrabarty, Subhra
2
Claro, Danny Pimentel
2
Dietz, Bart
2
Gabler, Colin B.
2
Good, Valerie
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Journal of Asia Business Studies
Journal of the Academy of Marketing Science
The journal of personal selling & sales management : JPSSM
Journal of personal selling & sales management
5
Journal of business research : JBR
2
AMS review : official publication of the Academy of Marketing Science
1
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of marketing theory and practice
1
Journal of retailing
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
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1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
3
The role of leadership in salespeople's price negotiation behavior
Alavi, Sascha
;
Habel, Johannes
;
Guenzi, Paolo
;
Wieseke, Jan
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
4
,
pp. 703-724
Persistent link: https://www.econbiz.de/10011911297
Saved in:
4
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
5
Ideal versus actual number of sales calls : an application of disconfirmation theory
Hamwi, G. Alexander
;
Rutherford, Brian N.
;
Barksdale, …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
3
,
pp. 307-318
Persistent link: https://www.econbiz.de/10009776491
Saved in:
6
Indsales model : a facet-level job satisfaction model among salespeople
Friend, Scott B.
;
Johnson, Jeff S.
;
Rutherford, Brian N.
; …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
4
,
pp. 419-438
Persistent link: https://www.econbiz.de/10010248494
Saved in:
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